Stop Just Doing the Books: Help Your Clients Grow—and Charge More for It
Let’s be honest, small business owners don’t really understand what you do. They think you're just there to tick boxes, file returns, and keep SARS off their backs. But what if you could shift that thinking and get them to see you as the person who actually helps their business grow?
Helping clients spot real opportunities for expansion, acquisitions, or diversification isn’t just good for them, it’s good for you. It lets you charge more for your services, builds long-term loyalty, and positions you as a business growth partner instead of “just the accountant.”
Here’s how to make it happen—even if you’re time-strapped and already juggling five different client crises a day.
Start With the Numbers—But Don’t Stop There
You already have access to the goldmine: the financials. Sales trends, margins, customer patterns, overheads—you can spot opportunities your clients don’t even realise are sitting right there in their own numbers.
One client might have a product line that’s growing 25% year-on-year. Another might be overspending on stock that isn’t selling. Another might be getting more orders from a specific region—without actively targeting them.
You don’t need an MBA to tell them where they could double down or cut back. You just need to say it out loud.
And when you do, they’ll start seeing you as more than the person who does their books—they’ll start seeing you as the person who helps them make more money.
Growth Isn’t Just Bigger—it’s Smarter
We’re not talking about pushing your clients to hire 10 people and rent a bigger office. Growth can be simple and focused:
Opening a second location in a nearby town
Launching an online shop for products already selling well
Offering new services to existing customers
Buying a small competitor and inheriting their clients
What matters is sustainable growth—the kind that doesn’t kill cash flow or create chaos. And that’s where you come in.
You already know their cash position. You already know their risk appetite. Use that to show them what kind of growth they can handle—and what it will cost them if they rush in blindly.
The Power of Acquisition: A Shortcut to Expansion
For some clients, buying a business is quicker than building one. But most SMEs don’t know where to start. They don’t understand due diligence, how to value a business, or what “hidden liabilities” even means.
That’s where you become the dealmaker.
You can:
Help find suitable targets
Analyse the financials
Flag risks before they sign anything
Guide them on funding and repayment
Most accountants think they need to be corporate finance experts to offer this. You don’t. You just need to protect your client from buying a nightmare—and help them structure the deal smartly.
This is one of the most valuable services you can offer. And yes, you should be charging for it.
Diversification: When the Eggs Need More Baskets
Some clients are stuck in one market, one product, or one customer type. That’s risky. If that one thing goes wrong, they’re in trouble.
Help them think wider. Can they:
Turning a service into a product (like an online course)?
Sell the same product to a different market?
Launch a low-cost version of a high-end offer?
You don’t have to be a marketing guru to help here. You just need to test the numbers. What would it cost? What’s the likely return? How long would it take to break even?
Use cash flow forecasts and simple projections. Make it real. If it works on paper—and they’ve got the team to do it—it might be worth the leap.
And again: your guidance here isn’t “free advice.” It’s a premium service. Price it like one.
Use SWOT, Not Fluff
When you sit with your client, don’t say, “Let’s do some strategic planning.” Say, “Let’s figure out what’s working, what’s not, and where the growth is.”
Then do a simple SWOT:
Strengths – What’s making money?
Weaknesses – What’s dragging them down?
Opportunities – Where could they grow?
Threats – What could trip them up?
You don’t need fancy templates. Use a whiteboard. Use a napkin. Just start the conversation.
Clients love this stuff when it’s practical and focused on making more money or avoiding costly mistakes.
Cash Flow: The Deal-Breaker
This one is simple: if there’s no cash, there’s no growth.
Even the best idea will fail if it can’t be funded properly. So your job is to check:
Can they afford it?
Do they need funding?
Will the timing work?
Help them build a basic cash flow plan. Flag red flags early. Show them what needs to happen for the plan to work.
And if it’s too risky? Say so. They’ll trust you more for it.
Become Their Growth Partner, Not Just Their Compliance Cop
Most business owners don’t know what they don’t know. They’re not lazy or clueless—they’re just busy. They’ve never thought about acquiring a competitor or launching a second revenue stream because no one’s ever suggested it. That’s your opportunity. Start with one client. Bring them a growth idea in your next meeting. Say, “I was looking at your numbers and noticed something interesting…” That’s it. Open the door. Then walk them through it—with clear advice, real numbers, and practical steps.
Growth Advice Is Billable
If you’re giving away growth strategy for free during your annual review meetings, stop. Package it. Price it. Promote it. You’re not just helping clients grow, you’re growing your own practice too.
Join CIBA for a CPD on Analytical procedures for sustainable growth here.
Are you missing red flags in your clients’ numbers?
If you’re just preparing the books without spotting the patterns, you’re doing the work—but leaving value (and billables) on the table.
In this 2-hour hands-on webinar, we’ll show you how to turn ordinary financial data into powerful insights your clients will pay more for. Whether you’re trying to improve monthly accounts, do sharper independent reviews, or give growth-focused advice—analytical procedures are your shortcut to smarter decisions and standout service.
🔧 You’ll learn how to:
✅ Spot hidden trends that signal growth—or trouble
✅ Use ratios and reviews to catch problems before SARS does
✅ Give advice that actually moves the needle (and gets you noticed)
✅ Look smart in front of boards, clients, and CFOs
👀 Who’s this for?
If you’re time-strapped, constantly fighting fires, and want to finally get ahead—this session is built for you. No fluff. No theory. Just practical tools you can use immediately to protect your clients (and boost your value).
📅 1 April 2025 | ⏱️ 2 CPD Hours | 💻 Live Webinar
👉 Spots are limited—register now and start turning numbers into next-level value.
